Post navigation

Commitment Starts Here

My sales process is called “Sell it or Schedule it” because it is my belief, as a seller, and as a performance coach, that there is a specific outcome to achieve that is related to where the buyer is in their buying process. Both the sale and the appointment are commitments – one is for now and the other is for the future – and both are decisions and commitments made by the buyer and driven by the seller. Got that?

What I am becoming acutely aware of, as I discuss (with sellers) getting a commitment from the buyer, is that commitment needs to start with the seller first. The seller needs to be committed to an outcome in each interaction, one that benefits both the buyer and the seller.

At the end of the month, when I am coaching sellers who have not yet made their goal and have a gap between what is ‘expected to close’ and their goal, I am palpably aware of the commitment (or non-commitment) on the part of the seller. The burning, passionate desire to hit their target is either present or it isn’t, and I can’t make it appear, try as I might. The commitment to close and make goal brings a sense of urgency and focus, it changes and drives the conversation, and when it isn’t there, the coaching conversation gets funny: I find myself prompting, convincing, enthusiastically challenging the seller. When I do that, I leave the call frustrated and exhausted by doing all the work and getting either no response or commitment, or pushback and excuses. When I call the seller on their lack of desire to engage in finding solutions and taking actions that will have them achieve their goal I often get push back from that, too.

I invite you to take a look at your sales performance. On a scale of 1-10, how committed are you to achieving your targets…really? Where and when – in the sales process or in the month performance – are you apt to ‘give up’ and think getting the sale/appointment or making goals is not going to happen?

As a seller, commitment starts here. Be painfully honest with yourself as you look at your focus, engagement, desire. There is power in the truth here, and the results are a good place to start looking, as the numbers don’t lie.

Get a free 15 minute business consultation!

"Just got off a call with @JodySeivert! She's one to chat w/ if you are serious abt growing your design biz! #FullSteamAhead"

"Your free 15 minute coaching session is a golden nugget that any designer would be remiss if they allowed the opportunity to pass them by. I genuinely appreciate your attention to my business conundrum and your validation to what I was also doing right! I will return soon as a paying customer in the near future!"

*If you need a second set of eyes or ears on your business or your sales process, please drop me an email or pick up the phone and call me. We can accomplish a lot in a small slice of time! -Jody

Receive new posts by email!

Enter your email address to follow this blog and receive notifications of new posts by email.